The Impact of the Negotiator’s Personality on the Negotiation process and Outcome Submitted By

Abstract

This research examines the effect a negotiator’s personality has on the negotiation process and outcome. Negotiation directly influences an organization’s profit. An organization’s profitability would increase if its buyers buy cost effectively and its sales team sells with a high profit margin. Hence, it is essential to hire the right people and to invest in an effective training; otherwise, the organization would suffer from losses. Therefore, it is of utmost importance to find out how the personality of a negotiator would affect the negotiation process and outcome. This will help them choose the right candidates. It will also help them choose the right training for them and will minimize waste of investment. Many studies have been conducted in in this field. What other authors have written has The Impact of the Negotiator’s Personality on the Negotiation process ... Salah Ahmed Mohamed Amer ششع عثاشنا ذهجًنا يَبضنا دذعنا ميشثإ 0202 401 formed the basis and guidelines for the discussion of the empirical work. The research purpose is to explore further, which personality traits would be most adequate for a negotiator and whether a good negotiator can be 100% made; or whether he has to possess a talent on which a firm can build further by training to make him acquire the necessary skills. For the empirical work of this study, I have sent out 320 questionnaires, all of which I received answers for, adopting a quantitative approach. All candidates chosen had differed related professions (buyers, salesmen, HR people and senior management). The answers of these questionnaires answered all five hypothesis and questions of this research. The conclusion of this research was that the negotiator’s personality had a great effect on the negotiation process and outcome and that a negotiator had to possess some talent on which an organization can build to reach the required skills. Also, that the best development method for a negotiator was practice and coaching as well as training courses and preferably if all methods were combined together. Additionally, the study pointed out which were the most important personality traits essential for a good negotiator. From the point of view of the various negotiators, these turned out to be openness, conscientiousness and emotional stability. Another The Impact of the Negotiator’s Personality on the Negotiation process ... Salah Ahmed Mohamed Amer ششع عثاشنا ذهجًنا يَبضنا دذعنا ميشثإ 0202 401 finding was that the most appealing negotiation approach was the collaborative approach. However, both literature and real-life stakeholders agreed on the necessity of the negotiator’s ability to adapt his/her style according to the situation at hand. The findings offer invaluable information on many aspects of the negotiation process and the negotiator himself, and could form the basis for future studies.